Blog Post
CRM and Sales Force Automation have been with us for several decades now, and most companies have gone through many iterations of the constantly improving technology. From basic contact management to advanced data analytics, Rolodexes and spreadsheets have been replaced by sophisticated technology platforms that are increasingly easy to deploy...Read more
Why do Slumps happen, and how to can we coach reps through them Salespeople have at least one thing in common with pro baseball players: Slumps. All major leaguers ? even all-stars ? go through extended periods where they can’t get a hit. Pressure builds. Confidence erodes. After a while...Read more
Our recently concluded study on inside sales trends surfaces emerging issues, management priorities, and best practices associated with inside sales channels in large sales organizations. Join us for this first look at research results and expert commentary from SAP Global Vice President Shawn Robertson. Research topics include: Current approaches in...Read more
Webcast
Pipeline Management Practices in High-Growth Firms 
17 July 2014
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Nearly every sales force maintains a sales pipeline - an inventory of opportunities in various stages of realization. Most firms use their pipeline for forecasting, or for other less-impactful purposes. A few sales organizations; however, manage sales pipelines with strategic intent. Recent research conducted by the Sales Management Association and...Read more
By 2025, 3 out of every 4 workers worldwide will be Millennials (Time). Is that shocking to anyone else? One of the most impassioned discussions I heard at Columbia University’s recent Sales Thought Leadership Conference surrounded the younger generation and how they communicate in the workplace. Many were irked by...Read more
Webcast
Research Update: Sales Performance Reporting – Usage and Practices
30 June 2014
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Sales performance reporting guides leadership’s decision making, and represents an important information management priority for many firms. This research investigates the use of performance reporting in business-to-business sales organizations, and identifies management priorities and best practices. Specific areas of focus for this research include: identifying current approaches for provisioning sales...Read more
Webcast
Pursuit of Performance: Findings from the 2014 Miller Heiman Sales Best Practices Study
20 June 2014
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Learn how trends in the complex business to business landscape are evolving with the latest findings from the 2014 Miller Heiman Sales Best Practices Study. In this webcast, Joe Galvin shares for the first time the collection of behaviors that lead to World Class Sales Performance in the current...Read more
You probably know what it is, but do you know why the Cloud matters to your sales organization? The Cloud has changed how buyers buy, how employees work, and how sellers go to market. Everything is faster. There is an expectation of instant gratification. With this shift, the way we...Read more
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